Manager - SFE and Commercial Excellence

Working with Us
Challenging. Meaningful. Life-changing. Those aren’t words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You’ll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams rich in diversity. Take your career farther than you thought possible.

Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us.

Role Summary:

The SFE (Sales Force Effectiveness) and Commercial Excellence Manager will lead the strategy and implementation of sales force effectiveness initiatives and commercial excellence programs in BMS India. This role is crucial for optimizing sales force performance, driving commercial success, and achieving business objectives through strategic planning, analysis, and execution.

Key Role Accountabilities:

Sales Force Effectiveness

• Develop and implement SFE strategies to enhance the productivity and efficiency of the sales team.
• Design and manage incentive programs that align with business goals and motivate the sales force.
• Ensure timely roll out of field sales targets and KPIs for each cycle, and provide regular updates on target vs achievement to stakeholders.
• Conduct regular performance analysis, identify gaps, and recommend actionable improvements.
• Managing and maintaining customer master list with updates as and when required
• Ensure effective use of CRM tools and other sales technologies to support sales activities and reporting.

Commercial Excellence

• Lead commercial excellence initiatives to improve overall business performance (e.g. HCP segmenting and targeting, implementation of performance dashboards, etc)
• Design, execute and monitor KPIs and metrics for sales performance. Create dashboards and reports to track field force effectiveness.
• Drive implementation of various global and local digital tools/ platforms for customer engagement, and build robust tracking KPIs
• Collaborate with cross-functional teams (sales, marketing, market access, finance etc) to drive execution of strategic imperatives.

Data Analysis and reporting

• Generate regular and ad-hoc reports to track sales performance, market trends, and field KPIs.
• Analyze sales data and market insights to support decision-making and strategic planning.
• Provide insights and recommendations based on data analysis to senior management.

Training and development

• Design and deliver training programs to on-board new joiners in the sales team on the CRM platform and other relevant BMS tools and platforms.
• Ensure that sales and commercial teams are equipped with the necessary knowledge and skills to succeed.

Role Qualifications:

• Education: Bachelor's degree in Business, Marketing, Life Sciences, or a related field. MBA or advanced degree preferred.
• Experience: Minimum of 5-7 years of experience in sales force effectiveness, commercial excellence, or a related role within the pharmaceutical or healthcare industry.
• Skills:
  • Strong analytical and problem-solving skills.
  • Proficiency in CRM systems and sales analytics tools.
  • Excellent communication and presentation skills.
  • Ability to work collaboratively with cross-functional teams.
  • Strong proficiency in MS office (excel, PowerPoint).

If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career.

Uniquely Interesting Work, Life-changing Careers
With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in an inclusive culture, promoting diversity in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues.

On-site Protocol

BMS has a diverse occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role:

Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function.

BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement.

BMS cares about your well-being and the well-being of our staff, customers, patients, and communities. As a result, the Company strongly recommends that all employees be fully vaccinated for Covid-19 and keep up to date with Covid-19 boosters.

BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area.

If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/

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